Simplifying the offer to increase sales (reason-based choice)
People who are uncertain or face too many alternatives prefer to wait, even at a price: two classic experiments and what they mean for sellers.
Do we work to win or to avoid losing?
Fear of losing outweighs the pleasure of winning: Bazerman's auction explains escalation of commitment and its effects on sales forecasts.
Governing change
In liquid modernity careers no longer follow a set track: self-esteem, self-efficacy, and monitored goals turn each change into real professional growth.
The sales process and rationality in decisions: prospect theory
Reference points, probability weighting, and the value function: the model that describes how customers actually choose, applied to the sales process.
Interpreting others on the basis of their behavior: correspondent inferences
We judge coworkers we barely know by their behavior and overlook their role, until a partial picture hardens into a lasting one.
Why can’t companies change? The bystander effect
The more people notice a problem, the less likely anyone is to act: ambiguity and diffused responsibility hold back change inside organizations.
Planning errors: the planning fallacy
Students predicted 34 days to finish a thesis and took 55: the research on planning errors and a method for correcting project time estimates.
Herzberg’s theory of hygiene factors and motivators (satisfaction and motivation in the workplace)
Job satisfaction and dissatisfaction are not opposite ends of one scale, and that changes what managers should do first to motivate their people.
Deviance in the workplace
From theft to absenteeism, behavior that violates organizational norms: how researchers classify it and why job dissatisfaction often comes first.
Locus of control and motivation
People who feel in control of events respond to praise and rewards differently from those who credit luck, which matters before you try to motivate.